Also, check out our latest online courses:

The Iceberg Effect

Total Confidence

Read Our Latest Articles

  • All
  • BDR
  • Mental health
  • Sales rep
  • sales training
  • Telemarketer
Salespeople and mental health
Am I the only one who thinks nobody talks about the mental health of salespeople? I know, I know, there’s only one rule in sales: Produce or you’re gone.  No excuses. But are small businesses and sales managers losing a piece of coal with a diamond inside? One way to find out.  Ask: Do you …

Salespeople and mental health Read More »

Gold Calls
You’re Business Development Reps (BDRs) may be sinking the ship without you even knowing it. And it’s probably your fault. But you can right that ship with one simple daily routine that starts the night before. Before the BDRs leave for the day ask them to pick one or two of their recorded calls from …

Gold Calls Read More »

The Saturday-preneur
Saturday-preneurs have become the new business hero. Here’s four ways to tell if this is you – any one of these qualifies you: 1. It’s Saturday and you’re reading this post on LinkedIn. 2. You thought about your job or small business within 30 minutes of waking up on Saturday. 3. You feel a sense …

The Saturday-preneur Read More »

A customer in crisis
Around 10 years ago I had a customer in a crisis. It was really bad. But, it was at that point I learned a valuable lesson: You never know the value of your vendor or salesperson when things are going well. You need to watch how they react when the sh*t really hits the fan.  Here’s …

A customer in crisis Read More »

Developing Resilience
If you’re not getting knocked down, you aren’t trying hard enough. Part of my success has come from being knocked down over and over. Yours can too. Every day in sales or running a small business we get knocked down. ·        New hires don’t show up. ·        Prospects hang up on us. ·        Deals getting delayed. ·        Our contact, …

Developing Resilience Read More »

The Gatekeeper in Your Mind
Is your mind the Gatekeeper to your success? It almost cost me one of my biggest deals. And if you’re a small business owner or CEO, it can be disastrous for your business. Early in my sales career, I was knee-deep in a big deal that would have been the largest sale for the company …

The Gatekeeper in Your Mind Read More »

The “for sure” sale.
Here’s how a “for-sure” deal almost become Closed-Lost. I once had a contact tell me the project we were working on to help make them more effective, was a “done deal.” It was until it got to the desk of the CFO. Turns out, my contact was not totally forthcoming about the authority they said …

The “for sure” sale. Read More »

Three words you need to avoid
There are three words you need to avoid at all costs. They will kill your job and career. They are, I would have …. I would have made quota if I would have gotten a promotion if I would have made more money if “If” shifts the blame to someone else. “If” takes away your …

Three words you need to avoid Read More »

Ring the Bell
Looking to enhance the friendly competitiveness of your sales team? I was reminded of this idea watching the reality show, Selling Sunset. The show is about super-competitive real estate agents who sell multi-million-dollar homes in southern California. (And earn VERY big commissions.) Here it is: Get a big bell with a pull cord. Yep. Put the …

Ring the Bell Read More »

Factional sales management
Fractional sales management